The world of selling, as we know it, even from 6 months ago, has and continues to change dramatically. The prospect/buyer has shifted and is now more emotionally charged, seeking approval from employees, board members and shareholders.
An article from Harvard Business Review of March 2009 states, “The challenge of selling in a downturn market requires an innovative strategy which is about “provoking your customer”. “Provoking your customer,” means continuous questioning to dig deeper and deeper into their pain, which is ultimately their bottom line.
YOU NEED TO HAVE:
1. Insight and clarity to understand the problems of your prospect
2. COURAGE to question and provoke your customer
3. Thick skin to handle a prospect/client’s rejection and disapproval.
4. The ability to ask the provocative questions that ultimately get to deeper & deeper levels of pain that pose a serious threat for the prospect/client’s bottom line.
ASK YOURSELF…
Have I built my inner-strength of a "mental steel trap"?
WHY “MENTAL STEEL TRAP”? It is required to ask the layer after layer of questions to stay in the sales call until the end to determine if the prospect is ready, willing and able to buy.
If you are in fear or just need some great sales training call Nancy Lorenzano for help at 317-951-0742 and visit LorenzanoGroup.com.
Nancy Lorenzano, Ph.D is a friend of Levelsix Web PR Colorado and Levelsix Marketing & PR in Indianapolis.
